When a founder who’s personally driven every sale hands that responsibility to a small sales team, the results rarely hold. What worked because it lived in one person’s head doesn’t automatically transfer, and growth that ran on hustle starts to stall. Katharine rebuilds that into a repeatable sales engine, one that produces predictable revenue without the founder in the room.

She’s a Fractional Chief Revenue Officer based in Johannesburg with 20+ years of experience across South Africa, Pan-Africa, Europe, the US and the UK and Ireland, working primarily in B2B, technology (particularly SaaS), financial services and professional services. Her approach runs on proprietary tools built around total addressable market research, strategically aligned go-to-market messaging and focused targeting, turning what’s often treated as art into something closer to a science. She’s a member of Fractionals SA and is deliberate about the boundary of her role: she works the sales and go-to-market side specifically, not the broader marketing function.

As CRO of a mid-sized software resell and professional services company, she led revenue growth from R60 million to R300 million over 5 years, culminating in a sale to a JSE-listed company at a strong revenue multiple, in large part because the sales engine she’d built significantly de-risked the acquisition for the buyer. She’s since repeated that formula with 5 to 6 other founders, with results she describes as excellent.

Katharine works best with founders who are spread too thin, chasing too many opportunities at once, or unsure where to focus. Her job is to bring the clarity back: what you sell, who you sell to, and how that becomes revenue.